Strategic Value Selling™
(SVS)
Strategic Value Selling, or SVS, makes sales people think out-of-the box when
it comes to selling the value of their solutions.
The SVS method from Glomark-Governan starts
with the customer’s value buying process.
Research conducted by Glomark-Governan indicates that while there is no
one single approach on how companies assess value internally—enterprises use
ad-hoc processes and approaches for assessing the value of possible solutions
prior to making investment decisions— there are, however, common practices and
elements that enterprises use in their buying processes for determining the
value and ROI of the solutions that they have under consideration.
For CIOs and
IT executives, assessing the value of a new solution starts way before the
purchasing process. Internal processes —such as the Project Management, Strategic
Planning, Capital Appropriation Request, Procurement, and PMO processes— have steps
related to forecasting the value of a new technology, project or solution for
the enterprise.
Throughout
these processes, different levels of value are assessed, including the
technological and operational value of a new project or solution; however, at
the end of the day C-level executives, who are the economic buyers, make the
final decisions to invest based on two major types of value: The economic value (i.e., impact on cash flow
and ROI) and the strategic value of an investment.
SVS starts by teaching the class participants how
to assess their customer’s “value” buying process, and the areas and
individuals that will directly or indirectly determine the value of a new
project or decision.
In the second part of the SVS class the participants learn to prepare a strategic value
selling plan; with specific tactics, and the necessary steps and items that
need to be presented. Depending on the
account type, size, complexity of the organization, and solution value, the
class participants learn to determine what items of a business case need to be
presented, and in which phase(s) of the sales process. These tactics vary from strategic intent,
operational benefits, economic benefits, and bottom-line impact (i.e., ROI,
NPV, etc.).
The Glomark-Governan instructors that teach SVS
are experienced Enterprise Value Creation (EVC) Consulting Analysts that work
over 50% of their time with internal C-level executives (i.e., CIOs), assisting
them with the preparation of their business cases, and the design of their PMO value
processes. This is one good reason why Glomark-Governan’s SVS program is the best in its class, and the Glomark-Governan instructors
are the most qualified individuals to teach your sales force how to assess and
present the strategic and economic value of your solutions, in order to achieve
the highest possible close-rate in your sales process.
SVS is conducted
as a two-day on-site program for a team of sales professionals; and includes
multiple exercises and a half-day role-playing session.
Who should attend? For individuals involved in business-to-business selling,
such as Account Managers, field and inside Sales Professionals, Sales Managers,
and Sales VPs, who need to present the strategic and economic value that
solutions and services create for their customers.
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